Offering an unprompted discount is described as the "most pathetic thing in sales." It immediately transforms you from a trusted advisor into a transactional salesperson, erodes all built-up trust, and signals that your initial price was inflated.
Instead of just emailing a contract and hoping for a signature, schedule a specific, short "Signing Day" meeting on the calendar. This creates a clear closing event, adds a sense of ceremony, and prevents the deal from stalling in the final step.
The biggest obstacle today isn't a "no," but "indecision" driven by risk aversion. Aggressive tactics can backfire by increasing fear. A salesperson's job is to reduce the perceived risk of a decision, not apply more pressure to close the deal.
Don't use a generic company or product video. A personal introductory video allows a sales professional to establish their credibility and expertise 24/7, making prospects want to talk to them before the first call even happens.
In the final stages of a long sales cycle, salespeople often become overly cautious. Their fear of sabotaging the deal causes them to shift from a proactive "play to win" mindset to a passive, defensive "play to not lose" approach, which can stall momentum.
Like Picasso mastering fundamental techniques before developing his style, elite salespeople develop their "art" only after mastering the "science"—the structure and process of selling. True artistry is built upon a foundation of discipline, not just natural talent.
In the final deal stages, a sales manager's most effective move isn't to go over their rep's head to the executive. Instead, they should proactively contact procurement to "grease the skids" and ensure a smooth process, positioning themselves as a helpful resource.